Accelerate! With Andy Paul

Richard Smith, Co-Founder and Head of Sales at Refract, joins me on this episode. KEY TAKEAWAYS Andy and Richard discuss performing for outcomes as an underdog. In a competitive field, your biggest differentiator as a salesperson is how you speak, how you sell to customers, and how you help them buy. Andy used to sell Burroughs computers and was an underdog against IBM in every sale. Andy found ways to sell, regardless of IBM. He had a similar situation working for Apple when IBM released the PC. Selling is influencing. Andy talks about the two decisions a customer makes before a purchase. Richard says if you shine a light on a problem the prospect has before they know they have it, you will be in place to help them to the solution. If you enter the fray when the competition is known, you can crush the competition with superior discovery and personal service. Success comes through hard work, human connection, and immediate responses with value. Time is the biggest killer of deals. Get the customer throu